Abstract

Increasingly, travellers are using online review platforms to post reviews about hotels. The responses to negative reviews need to be managed in a way to recover service failures. The main aim of this study was to examine the strategies used by hotel managers in responding to negative reviews on TripAdvisor. An integrated framework for analysing response strategies is developed. Content analysis of TripAdvisor reviews and interviews with hotel managers show a range of response strategies are used. We uncover two additional dimensions: values and culture. Hotels are aware of the advantages that can be gained from using appropriate responses.